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First Table is a dining discovery platform connecting diners to restaurants across the UK. This is a newly created, national Enterprise Business Development Manager role focused on scaling restaurant group partnerships at the head office level.
You will own new-business sales to the UK's multi-site restaurant groups, moving away from the current site-by-site sales model to group master agreements covering current and future locations. Your named-account list comprises premium-casual dining groups where First Table's model demonstrably works, including brands already live on the platform.
Key responsibilities include:
- Prospect, qualify, and prioritize the UK's dining groups, starting with brands already live on the platform
- Sell at head office level to operations directors, commercial directors, and founders, managing multi-stakeholder sales cycles of 3-6 months
- Close group master agreements covering current and future sites
- Negotiate rollout schedules and drive implementation, working with Partner Success on onboarding and local BDMs on launch support
- Build group-level performance reporting and expansion cases based on live site data
- Maintain a clean HubSpot pipeline with honest stage data for trusted forecasting
- Identify stalled pipeline by reservation partner and feed insights into product and partnerships plans
- Build relationships with key third parties to open doors with target groups
- Represent First Table at industry and networking events
This is a hunting role: once a group's sites go live, they transition to the Partner Success team for account management. You will re-engage existing groups only to extend agreements or sell new sites. The role reports to the GM, UK & Ireland and offers the autonomy to set your own plan and manage your own diary as a national team of one.
First Table operates across the UK with recent city launches in Bournemouth, Leicester, Norwich, and Southampton, with plans to multiply supply across 22 target cities over the next two years. The company values Grow Together, Win-Win-Win, and Own It.
Requirements:
- Proven track record in new-business sales with head office or multi-site deals (hospitality groups, retail chains, FMCG into multiples, or B2B platforms sold to estates)
- Experience opening doors cold and closing multi-stakeholder deals with long sales cycles
- Commercial mindset: ability to build business cases using client numbers (covers, revenue per site, off-peak utilisation)
- Drive to ensure signed agreements translate to live sites; ability to manage rollouts with same energy as the pitch
- Understanding of how restaurant groups operate, or ability to learn quickly
- Familiarity with reservation systems is a plus
- Self-starter who thrives with national scope, setting own plan and asking for help early when needed
- Must already be based in the UK
- Must have pre-existing rights to work in United Kingdom
